Merchant Sales Podcast

In this episode of the Merchant Sales Podcast, James Shepherd explores some of the biggest developments shaping the payments landscape today. He discusses the rapid growth of digital wallets like Apple Pay, increasing merchant acceptance of cryptocurrency, and new payment frameworks emerging for cross-border transactions. He also highlights an important reality in payments: technology may evolve quickly, but consumer adoption often takes much longer.

The episode also features Patti Murphy’s Today in Payments segment, covering key industry updates including mobile wallet usage trends, crypto adoption among merchants, new cross-border payment initiatives from SWIFT, and Elon Musk’s plans for the upcoming X Money financial super app.

High-risk merchants represent one of the biggest, and most misunderstood, opportunities in merchant services.

In this episode of the Merchant Sales Podcast, James Shepherd speaks with Julie Franke, owner of Electronic Merchant Services, about what really defines a high-risk merchant account and how agents can succeed in this specialized segment of the industry. They break down the different types of high-risk classifications, the role of sponsor banks, and why chargebacks, reputation risk, and business structure all impact how accounts are approved.

Julie also shares practical strategies for agents looking to enter the high-risk space, including why focusing on a specific vertical is critical, how to manage volume caps and reserves, and where successful agents are actually finding these merchants.

Plus, Patti Murphy’s Today in Payments segment covers buy now, pay later regulation, card spending trends, RTP growth, and other key developments shaping the payments industry.

If you’re looking for new opportunities beyond traditional merchant accounts, this episode explains how high-risk processing can become a powerful niche.

The payments industry is shifting, and for ISOs, the future increasingly belongs to software.

In this episode of the Merchant Sales Podcast, James Shepherd sits down with David Robinson, CEO of MyDevTeam, to discuss how payment companies and agents can transition from traditional processing models into software-driven businesses. They break down what it really takes to build technology, how ISOs can identify opportunities within their merchant base, and why vertical software and integrated solutions are becoming essential for long-term growth.

They also explore the realities of software development, common misconceptions about AI, investment expectations, and the massive valuation upside of becoming a technology-driven organization.

Plus, Patti Murphy’s Today in Payments segment covers buy now, pay later trends, surcharging debates, ATM fraud, and major industry developments impacting merchants and payment professionals.

If you want to understand where merchant services is headed, and how to stay competitive, this episode is a must-listen.

Interchange fees are one of the largest — and most misunderstood — costs in merchant services. But new changes from Visa are reshaping how optimization works and creating new opportunities for payment professionals.

In this episode of the Merchant Sales Podcast, James Shepherd speaks with Jeremy Layton, CEO of Verisave, about interchange optimization, Visa’s new Commercial Enhanced Data Program (CEDP), and how merchants can reduce processing costs without switching providers. They explain how interchange works, why many merchants overpay, and how real transaction data is becoming critical under Visa’s new rules.

The episode also explores how ISOs and agents can partner on cost reduction programs, unlock new revenue opportunities, and help larger merchants who aren’t looking to switch processors.

Plus, Patti Murphy’s Today in Payments segment covers major industry developments including Europe’s move toward a new payment network, rapid growth from Toast and Zelle, and emerging payment innovations.

If you’re a merchant sales agent or ISO owner looking for new ways to deliver value — and generate revenue — this episode is a must-listen.

Real-time payments are already transforming how money moves, but most payment professionals still don’t understand the opportunity.

In this episode of the Merchant Sales Podcast, James Shepherd and Patti Murphy sit down with Jim Colassano, Senior Vice President at The Clearing House, to break down the RTP (Real-Time Payments) network and why instant money movement could reshape merchant settlement, cash flow, disbursements, and business payments. They discuss how payments can settle in seconds, why adoption is accelerating, and what ISOs and processors need to do now to stay competitive.

The episode also includes a Today in Payments segment with Patti Murphy covering major industry news, including interchange legislation, consumer spending trends, digital wallet adoption, and emerging payment innovations.

If you’re a merchant sales agent, ISO owner, or payments professional, this episode will help you understand one of the biggest infrastructure shifts happening in the payments industry today.

Where is the payments industry really headed as we move toward 2026?

In this episode of the Merchant Sales Podcast, James Shepherd sits down with Greg Myers, host of the Leaders in Payments podcast, to break down the biggest trends payments leaders are watching—from AI and agentic commerce to embedded finance and evolving ISO strategies.

The conversation cuts through the hype to focus on what’s actually changing, what’s moving slower than expected, and where merchant sales agents still have a major advantage.

The episode also features a Today in Payments segment with Patti Murphy, covering key industry data and headlines, including ACH growth, crypto adoption, system outages, and emerging payment risks.

If you’re an agent or ISO looking to stay ahead of where payments, software, and finance are converging, this episode delivers the insight you need.

In this week’s episode, James sits down with Ben Ross of Green PayTech for a candid discussion on what it really takes to build and scale a payments business in today’s market. They dig into partnership strategy, technology alignment, and why integrated payments are no longer optional for anyone serious about long-term growth.

Later in the episode, Patti Murphy returns with Today in Payments, covering major developments at the Fed, updates on the Credit Card Competition Act, RTP expansion, and other industry shifts every payments professional should be watching.

In this episode of the Merchant Sales Podcast, James Shepherd sits down with Jaron Rice for a candid, unfiltered conversation about growth, control, and the realities of scaling in the payments industry. Jaron shares his personal journey from building a book, registering directly, experimenting with scale, and ultimately redefining what success actually looks like in today’s market.

They break down hard-earned lessons around ownership, operational complexity, team building, and why bigger isn’t always better. The conversation challenges common assumptions about growth and offers a more sustainable framework for long-term success. The episode also includes a Today in Payments segment covering major shifts in crypto cards, stablecoins, and macro payment trends shaping the future of the industry.

Payroll is one of the most overlooked revenue opportunities for payment professionals. In this episode, James Shepherd talks with Evan Perdikouris, President of Nexroll, about how payroll fits naturally alongside payments and how agents can generate new residual income without becoming payroll experts. They break down the economics, the best merchant targets, and simple referral strategies that deepen relationships and increase stickiness. Plus, Patti Murphy joins James for the latest Today in Payments segment, covering key industry updates you need to know. If you’re looking to expand beyond processing and add a high-value service your merchants already need, this episode will show you how to get started.

In this episode, James Shepherd sits down with Blake Wilson for a behind-the-scenes conversation on a rare evolution in merchant services - an ISO scaling the traditional agent channel while simultaneously transforming into a SaaS and technology company. They dig into what it really takes to choose a vertical, build or buy software the right way, and execute integrated partnerships without losing the compensation structures and economics that agents rely on.

This is a practical, honest look at vertical focus, tech ownership, and building leverage at scale, without treating either path like a one-size-fits-all answer.